2 Day Selling Into Merchants

2 Day Selling Into Merchants
This interactive workshop will help you understand the merchant structure, the difference between independent and national merchants and how buying groups affect purchasing decisions.




Course type 
Regional or in company 

Learning format 
Classroom based 

Course duration
2 days 

Further development opportunities 
Sales training for representatives
Sales strategy and planning
Key account management

What do you get 
Certificate of attendance

Course overview:
This interactive workshop will help you understand the merchant structure, the difference between independent and national merchants and how buying groups affect purchasing decisions. By the end of the workshop you will understand how to use your unique sales proposition (USP) to increase profitable business.

Who could benefit?
Any sales person engaged with selling into merchants. This course can be adapted to help sales management develop their USP. (A consultation to understand exact training requirements will be necessary)

Objectives:
To help sales staff understand how their USP will add value to a merchant, and sell the benefits. Understand how to approach different merchant types and how buying groups affect the buying process. You will learn how to overcome common objections and who within a merchant to engage with to improve sales opportunities.

Course content:
- Understand the value your USP will bring to a merchant, and learn how to sell the benefits.
- Understand merchant branch structure, who to target and identify what opportunities exist when selling into merchants.
- Understand the merchant structure, the difference between independent and national merchants, and how different buying groups affect purchasing decisions. 
- Understand the buying patterns and approach of the different buying groups.
- Understand the different approach required when engaging with different merchant types, the different sales roles within a merchant and who best to develop relationships with to increase sales. - - Understand the different objections that could occur when selling into the different merchant types & how to overcome.Establish how to find the best route into the merchant and get past the gatekeeper to showcase your offer. 
- Understand how to use your point of sale literature to position and present your offer. 
- Understand how to manage your internal sales team to simplify the buying process and provide the merchant excellent service.

To book your place, please make sure you are logged in.

The price of this course is £430.00 + VAT, the price below is inclusive of VAT.
When
05/03/2019 09:30 - 06/03/2019 16:30
Where
Builders Merchants Federation,
1180 Elliott Court,
Coventry Business Park,
Coventry, West Midlands CV5 6UB England

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